Marketing and Management of Innovations

ISSN (print) – 2218-4511 

ISSN (online) – 2227-6718

Registered in the Media Registrants-Register

Identifier in the register: R30-01179 Decision dated August 31, 2023, No. 759

The language of publication is English. 

Issued 4 times a year (March, June, September, December) since 2010

Business Model: Golden Open Access | APC Policy

Editor-in-Chieff             View Editorial Board

Oleksii Lyulyov

Sumy State University | Ukraine

Marketing Strategy as an Effective Tool for Government Procurement Management

Svitlana Smerichevska 1,*,   , Oleksii Postnikov 2,  

  1. Professor, Department of Logistics, National Aviation University, Ukraine
  2. Ivan Chernyakhovsky National Defense University of Ukraine, Ukraine

     * Corresponding author

Received: 20 March 2024

Revised: 09 June 2024

Accepted: 15 June 2024

Abstract

This article investigates theoretical and methodological approaches to developing a marketing strategy for public procurement management in the context of European integration processes and reform of the public procurement system in Ukraine. The necessity of implementing a marketing strategy as an effective tool to increase the efficiency and transparency of public procurement activities is substantiated under modern economic conditions. The conceptual foundations for the formation of a marketing strategy for public procurement management are defined. Its main goal is to build successful and long-term partnerships between public customers and supplier companies based on the rational use of budget funds and the development of effective competition. Priority functions of the marketing strategy are outlined: comprehensive marketing analysis of public customers’ needs; market research to find the most competitive suppliers; ensuring effective communication between all participants; and the implementation of effective marketing measures to increase transparency and the openness of procurement procedures. A universal step-by-step algorithm for the formation of a public procurement marketing strategy is developed, including the following: analysis of the current state and identification of deficiencies in the existing system; clear definition of targets, objectives and priority areas for reform; selection of optimal marketing tools; directly implement the strategy and continuously monitor the results. A comprehensive classification of the types of marketing strategies in public procurement by their target orientation is presented. To increase the validity and minimize risks in decision-making regarding supplier selection, an original mathematical model for the formation of competitive prices based on nonlinear programming methods is proposed. This model allows considering the interests of all participants in the procurement process: determining the optimal vector of prices for goods/services based on the utility functions and preferences of customers, their budget constraints, and the technological capabilities of potential suppliers. The versatility of the model lies in the possibility of its application for any number of participants and product groups. The implementation of an effective marketing strategy for public procurement management will contribute to the formation of a highly efficient, transparent and competitive public procurement system focused on the rational use of budget funds, the development of fair competition among suppliers, and the minimization of corruption risks in this area.

Keywords: marketing strategy; public procurement; budget funds; transparency; efficiency; modelling; competition; utility function; pricing.

How to Cite: Smerichevska, S., & Postnikov, O. (2024). Marketing Strategy as an Effective Tool for Government Procurement Management. Marketing and Management of Innovations, 15(2), 100–111. https://doi.org/10.21272/mmi.2024.2-08

Abstract Views

PDF Downloads

References

  1. Alonso, J. M., Clifton, J. & Diaz-Fuentes, D. (2015). Did new public management matter? Public Management Review, 17(5), 643–660. [Google Scholar] [CrossRef]
  2. Arrowsmith, S. (2004). Public procurement: An appraisal of the UNCITRAL model law as a global standard. International & Comparative Law Quarterly, 53(1), 17–46. [Google Scholar] [CrossRef]
  3. Aylesworth, M. (2003). Consortia Purchasing for Higher Education in Canada, US, UK and Australia. Paper presented at the International Research Study of Public Procurement Workshop, Budapest, Hungary, April 10-12. [Google Scholar]
  4. Bezugla, L.S., & Demchuk, N.I. (2019). Procurement marketing. Dnipro: Vydavets Bila K.O. 2019. 240p. [Link]
  5. Boehm, F., & Olaya, J. (2006). Corruption in Public Contracting Auctions: the Role of Transparency in Bidding Processes. Annals of Public and Cooperative Economics, 77(4), 431-452. [Google Scholar] [CrossRef]
  6. Bosio, E., Djankov, S., Glaeser, E., & Shleifer, A. (2022). Public procurement in law and practice. American Economic Review, 112(4), 1091–1117. [Google Scholar] [CrossRef]
  7. Carr, A. S. & Smeltzer, L. R. (1997). An empirically based operational definition of strategic purchasing. European Journal of Purchasing & Supply Management, 3(4), 199–207. [Google Scholar] [CrossRef]
  8. David-Barrett, E., & Fazekas, M. (2020). Grand corruption and government change: An analysis of partisan favouritism in public procurement. European Journal on Criminal Policy and Research 26, 411–430. [Google Scholar] [CrossRef]
  9. Deng, X., Tian, Q., Ding, S., & Boase, B. (2003). Transparency in the procurement of public works. Public Money and Management23(3), 155-162. [Google Scholar] [CrossRef]
  10. Dimitri, N. (2013). “Best value for money” in procurement. Journal of Public Procurement, 13(2), 149–175 [Google Scholar] [CrossRef]
  11. Erridge, A. & Murray, J. G. (1998). Lean supply: a strategy for best value in local government procurement? Public Policy and Administration, 13(2), 70–85. [Google Scholar] [CrossRef]
  12. González-Benito, J. (2007). A theory of purchasing’s contribution to business performance. Journal of operations management25(4), 901-917. [Google Scholar] [CrossRef]
  13. Grandia, J., & Meehan, J. (2017). Public procurement as a policy tool: Using procurement to reach desired outcomes in society. International Journal of Public Sector Management, 30(4), 302–309. [Google Scholar] [CrossRef]
  14. Hartmann, E., Kerkfeld, D. & Henke, M. (2012). Top and bottom line relevance of purchasing and supply management. Journal of Purchasing and Supply Management, 18(1), 22–34. [Google Scholar] [CrossRef]
  15. Hesping, F. H. & Schiele, H. (2015). Purchasing strategy development. Journal of Purchasing and Supply Management, 21(2), 138–150. [Google Scholar] [CrossRef]
  16. Horner, R. (2017). Beyond facilitator? State roles in global value chains and global production networks. Geography Compass, 11(2), e12307. [Google Scholar] [CrossRef]
  17. Hunja, R. (2003). Obstacles to Public Procurement Reform in Developing Countries. WTO-World Bank Regional Workshop on Procurement Reforms and Transparency in Public Procurement for Anglophone African Countries, Tanzania. [Link]
  18. Jones, D. S. (2002). Procurement practices in the Singapore civil service: Balancing control and delegation. Journal of Public Procurement2(1), 29-53. [Google Scholar] [CrossRef]
  19. Kamann, D. J. F. (2007). Organizational design in public procurement: A stakeholder approach. Journal of Purchasing and Supply Management13(2), 127-136. [Google Scholar] [CrossRef]
  20. Kauppi, K., Brandon‐Jones, A., Ronchi, S., & van Raaij, E. M. (2013). Tools without skills: Exploring the moderating effect of absorptive capacity on the relationship between e‐purchasing tools and category performance. International Journal of Operations & Production Management33(7), 828-857. [Google Scholar] [CrossRef]
  21. Levon, S.B. (2019). Management of the public procurement system: EU experience and Ukrainian practice. Visnyk NADU. Seriya «Derzhavne upravlinnya», 1, 47-52. [Google Scholar]
  22. Loader, K. (2011). Are public sector procurement models and practices hindering small and medium suppliers?. Public Money & Management31(4), 287-294. [Google Scholar] [CrossRef]
  23. Lykholat, S.M., Veresklya, M.R., & Melnyk, A.O. (2021). Marketing activity of the customer in the process of public procurement organization. Efektyvna ekonomika, [Google Scholar]
  24. Matthews, D. (2005). Strategic procurement in the public sector: A mask for financial and administrative policy. Journal of public procurement5(3), 388-399. [Google Scholar] [CrossRef]
  25. McCrudden, C. (2004, November). Using public procurement to achieve social outcomes. In Natural resources forum(Vol. 28, No. 4, pp. 257-267). Oxford, UK: Blackwell Publishing Ltd. [Google Scholar] [CrossRef]
  26. McCue, C. P., & Gianakis, G. A. (2001). Public purchasing: who’s minding the store?. Journal of public procurement1(1), 71-95. [Google Scholar] [CrossRef]
  27. Melnikov, O.S. (2016). Peculiarities of public procurement as an object of state regulation of the economy. Teoriya ta praktyka derzhavnoho upravlinnya, 1, 129-135. [Google Scholar]
  28. Murray, J. G. (2001). Local government and private sector purchasing strategy: a comparative study. European Journal of Purchasing & Supply Management7(2), 91-100. [Google Scholar] [CrossRef]
  29. Patrucco, A. S., Luzzini, D., & Ronchi, S. (2016). Evaluating the effectiveness of public procurement performance management systems in local governments. Local government studies42(5), 739-761. [Google Scholar] [CrossRef]
  30. Pegnato, J. A. (2003). Assessing federal procurement reform: Has the procurement pendulum stopped swinging?. Journal of public Procurement3(2), 145-175. [Google Scholar] [CrossRef]
  31. Pochynok, N., Muravskyi, V., & Farion, V. (2021). Implementation of electronic communications in accounting of public procurement. Technology audit and production reserves4(4), 60. [Google Scholar] [CrossRef]
  32. Psota, V. (2020). Creation of a mechanism for the implementation of green purchases in the public sector: Ukrainian experience. Electronic magazine “Dialogue”, 4, 53-64. [Google Scholar]
  33. Qiao, Y., & Cummings, G. (2003). The use of qualifications-based selection in public procurement: a survey research. Journal of Public Procurement3(2), 215-249. [Google Scholar] [CrossRef]
  34. Raj‐Reichert, G., Staritz, C., & Plank, L. (2022). Conceptualizing the regulator‐buyer state in the European Union for the exercise of socially responsible public procurement in global production networks. JCMS: Journal of Common Market Studies60(3), 759-782. [Google Scholar] [CrossRef]
  35. Reis, P. R. & Cabral, S. (2015). Public procurement strategy. Public Money & Management, 35(2), 103–110. [CrossRef]
  36. Rickard, S. J., & Kono, D. Y. (2014). Think globally, buy locally: International agreements and government procurement. The Review of International Organizations9, 333-352. [Google Scholar] [CrossRef]
  37. Romat, E.V., & Havrilechko, Yu.V. (2018). Marketing in public administration: monograph. Kyiv: KNTEU. 2018. 288 p. [Google Scholar]
  38. Schapper, P. R., & Veiga Malta, J. (2004). Como Hacer para que el Estado Compre Mejor. Gobierno Digital, 3, 16-29. [Google Scholar]
  39. Schiele, J. J. & McCue, C. P. (2006). Professional service acquisition in public sector procurement. International Journal of Operations & Production Management, 26(3), 300–325. [Google Scholar] [CrossRef]
  40. Sian, S., & Smyth, S. (2022). Supreme emergencies and public accountability: the case of procurement in the UK during the Covid-19 pandemic. Accounting, Auditing & Accountability Journal35(1), 146-157. [Google Scholar] [CrossRef]
  41. Smerichevska, S. V., & Postnikov, O. O. (2023). State procurement management models in global practice. In Collected abstracts: 4th International science and practice conf. Business, innovation, management: problems and prospects. Kyiv. [Google Scholar]
  42. Smerichevskyi, S.F., & Zatsarynin, S.A. (2022). Marketing strategy for the promotion of innovative products. Marketynh i tsyfrovi tekhnolohiyi, 6(1), 21-31. [Google Scholar]
  43. Smerichevskа, S. V. (Ed.). (2013). Marketing and logistics: conceptual foundations and strategic decisions. Lviv: «Mahnoliya 2006».
  44. Soshnikov, A.O. (2015). Theoretical principles of public procurement. Chasopys Kyyivskoho universytetu prava, 3, 221-226. [Google Scholar]
  45. Stewart, J. (2004). The meaning of strategy in the public sector. Australian Journal of Public Administration63(4), 16-21. [Google Scholar] [CrossRef]
  46. Telgen, J., Harland, C., Knight, L., & Thai, K. V. (2007). Public procurement in perspective. In Public Procurement: International Cases and Commentary, 16-24. [Google Scholar]
  47. Thai, K. V. (2001). Public procurement re-examined. Journal of public procurement1(1), 9-50. [Google Scholar] [CrossRef]
  48. Van der Wal, Z., De Graaf, G., & Lasthuizen, K. (2008). What’s valued most? Similarities and differences between the organizational values of the public and private sector. Public administration86(2), 465-482. [Google Scholar] [CrossRef]
  49. Verkhovna Rada of Ukraine. (2015). About public procurement (No. 992-VII). [Link]
  50. Verkhovna Rada of Ukraine. (2016). Strategy for reforming the public procurement system (“road map”) (No. 175-r). [Link]
  51. Walker, H. (2015). New development: Public procurement research at IPSERA—aligning research and practice, and future trends. Public Money & Management35(2), 141-144. [Google Scholar] [CrossRef]
  52. World Bank. (2023). Global Public Procurement Database: Share, Compare, Improve! [Link]
  53. Zimmermann, F., & Foerstl, K. (2014). A meta‐analysis of the “purchasing and supply management practice–performance Link”. Journal of Supply Chain Management50(3), 37-54. [Google Scholar] [CrossRef]

View articles in other formats

License

Coyright

Copyright (c) 2024 The Author(s).

Published by Sumy State University

Issue